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Your real estate business plan, worked backward from your income goal

A real estate business plan works when it starts with the income you want and ends with what you do tomorrow morning. This free template works backward from your goal to closings, then listings and appointments, then the contacts you make each day. Fill it in online, print it, or download the spreadsheet.

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Your numbers

Every field starts blank. The sheet suggests no rate and no average; it only does the math on what you type.

Income goal for the year (commission income you want)$Average sale price of your closings$Commission rate per side%Your share after split and fees%Share of your closings that are listings%Listings taken that close%Listing appointments that become signed listings%Contacts that become listing appointments%Buyer consultations that close%Contacts that become buyer consultations%Contacts per hour of prospecting (your pace)Prospecting days per weekWeeks you will work this yearPractice calls each morning before you dial

The math

What one closing earns youAdd your numbers

Closings needed this yearAdd your numbers

Listing closingsAdd your numbers

Buyer closingsAdd your numbers

Listings to takeAdd your numbers

Listing appointmentsAdd your numbers

Buyer consultationsAdd your numbers

Contacts this yearAdd your numbers

Contacts per weekAdd your numbers

Contacts per prospecting dayAdd your numbers

Prospecting hours per dayAdd your numbers

Appointments per weekAdd your numbers

Listings to take per monthAdd your numbers

Quarterly goals

Give each quarter a weight; the four must add to 100 percent. If you are unsure, 25 each.

Quarter 1%Quarter 2%Quarter 3%Quarter 4%

Quarter	Closings	Listings taken	Appointments	Contacts
Q1
Q2
Q3
Q4

Today

Practice: … calls · Prospect: … contacts (… hours) · Present: … appointments this week

Put these on your Goal Board in the app. Your numbers, not a forecast.

Download the spreadsheet (.xlsx)

How do you write a real estate business plan?

Write it backward, in three steps. Set your income goal. Put in your own numbers.

Do today's contacts. The sheet does the math between the first step and the third, so the plan ends with a number you can act on this morning, not a document you file in January.

Set your income goal. The commission income you want this year, after your split and fees.
Put in your own numbers. Your average sale price, your commission, and how your contacts turn into appointments, listings and closings.
Do today's contacts. The sheet gives you a daily number. Make those calls, log them, and let the weekly tracker keep the count.

Hey Ten™What do I say to "we're going to relist with the same agent"?Practice it now

What should a real estate agent business plan include?

Six blocks, each one short.

Your income goal. One number, chosen by you.
What one closing earns you. Sale price, commission and your share after the split, multiplied out.
Closings, listings and appointments. How many of each the goal needs, with listing and buyer sides kept apart.
Contacts a day and hours a day. The daily work the appointments need, at your own pace.
Quarterly goals. The year split into four parts you can actually review.
The weekly tracker. What you planned next to what you did, week by week.

That is the whole plan. Mission statements, market reviews and breakeven tables belong in a brokerage plan. An agent's plan needs a goal and a number for tomorrow.

How many contacts a day do you need?

The sheet works it out from your numbers, and only yours. We do not supply a typical rate, because a rate borrowed from someone else's market gives you someone else's plan.

The chain runs in one direction. Your income goal, divided by what one closing earns you, gives your closings. Your closings, at your own rates, give the listings and buyer consultations you need.

Those give the appointments, and the appointments give the contacts. Divide the contacts by your working weeks and prospecting days, and you have today's number. Divide that by your own pace per hour, and you have the hours to block.

If a box is blank, the sheet says so and waits. It never fills in a guess for you.

Your day: the 3 P's

Practice. Prospect. Present.

The plan gives you the numbers. The 3 P's are how a day delivers them.

Practice first, before you dial. A few practice calls each morning, so the first real call of the day is not your warm-up.
Prospect next, in a block you protect. Today's contacts come from the sheet, and the real estate prospecting page shows how to plan the block.
Present when you have an appointment. Make it about the owner: their goals, their timing, and a time that suits them. Make yes easy by keeping the next step small.

Then do it all again tomorrow. The how to be a successful real estate agent page covers the habits behind the day.

Quarterly goals that add up to the year

Split the year into four weights that add up to the whole year. If one quarter is usually slower in your market, give it a smaller share and give the others more. If you are not sure, split it evenly and adjust after the first quarter.

The sheet turns each weight into that quarter's closings, listings, appointments and contacts, and a contacts-per-week number for each one. Rounding goes up, so the four quarters can add one or two above the year. That is on purpose.

Review once a quarter. Change the weights if your year has a different shape. Keep the goal.

Put your plan on your Goal Board

The four numbers on the sheet are the four on your Goal Board: closings, listings, appointments and contacts. Copy them across, and the board keeps counting from your own log after January, when most plans go quiet.

The board is private to you. It shows what you planned and what you did. It does not project anything, and it does not judge the gap.

You do.

Is this business plan for a brokerage?No. It is built for one agent, or a small team that plans together. Brokerage plans add sections such as a breakeven and a review of strengths and weaknesses. An agent planning a year needs one page that turns a goal into closings, appointments and the contacts to make today.

How do I write a business plan as a new real estate agent?Use last year's numbers if you have them. If you are new, start with your own first weeks of calls and appointments, put those in the sheet, and update it every month as your real numbers grow. Avoid borrowed averages. A plan built on your own pace is one you can keep.

How often should I review my business plan?Check the weekly numbers every week, and review the quarterly goals once a quarter. If a quarter ran long or short, change the next quarter's weight, not the goal. The weekly tracker shows what you planned and what you did side by side, and you decide what it means.

Does the template predict how much I will earn?No. It turns the goal you choose into actions. It does not forecast income, and it supplies no typical rates. What happens next depends on your work, your market and your clients, and the sheet simply keeps the count honest.

More free templates

Each one gives you the structure. Each one ends in a practice call.

You started with a goal for the year. Now you have a number for this morning, and a first call to make. Practice that call before you make it.

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